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Title Sales Manager - Bilingual
Req Number 10-00219
Location TX, SugarLand -ABB Industrial Bl - BU2872
Regular/Temporary Regular
Employment Full-Time
Function Sales/Marketing
Division PS
Business Unit Power Systems
Company ABB Inc.
Req Description Network Management offers full range solutions for energy system operations: Network Control, SCADA systems with advanced applications for transmission, generation and distribution as well as solutions for central markets (SCADA/EMS/DMS/OMS/MMS). These systems enable utilities to collect, store and analyze data from hundreds of thousands of data points. Serving both deregulated markets and traditional electrical networks, ABB provides solutions which are critical components in turning the Smart Grid vision into reality.
The Sales Manager role is responsible for broadening the ABB Power Systems Network Management (PSN) customer base through the identification and pursuit of new sales opportunities at non-established PSN customers.
DUTIES AND RESPONSIBILITIES:
? Apply a step-by-step selling process and report progress along the way.
? Identify target opportunities for PSN with new customers through:
o Evaluation of market research reports
o Aggressive and organized cold call campaign
o Visits to all potential leads and prospects utilizing established networks
? Evaluate and analyze leads through applied screening criteria to convert from leads to prospects and opportunities
? Meet and proactively report on quota for leads, prospects, opportunities, and bookings
? Maintain information in the CRM tool for:
o Tracking sales including contact reporting
o Reviewing sales process, status and forecast
o Building player maps
? Ensure appropriate Capture Team Strategy is in place for pursuing leads
? Introduce technical staff into account/opportunities at appropriate point in process
? Ensure all decision makers and key executives in customer organization are involved in the customer/supplier relationship prior to issuance of bid.
? Coordinate sales efforts with the Marketing, Proposal and Operations groups by proactive communication/updates throughout process of pursuit
? Engage and coordinate other ABB sales channels in the sales strategy ensuring all parties fulfill appropriate roles throughout the process
? Partner with customer during the RFP process and take lead with all internal ABB departments to develop a bid that is responsive to the customer requirements.
? Take the lead in completing RFP, RFI and budgetary submissions including identifying and establishing any partner(s) required for the opportunity.
? Keep track of competitors selling status, tactics and strategies
? Take the lead in outlining and communicating a winning sales strategy against competitors
? Ensure customer requirements are documented prior to hosting demos
This role will require a minimum 70% travel. Customer site visits are an integral ingredient to success which cannot be accomplished through virtual contact.
Education B.S. degree in Engineering, Computer Science, or Business Management or a related discipline is required.
Interpersonal Skills Excellent written and oral communication skills are required.
Work Experience Minimum 5 years in sales with proven success in expanding utility customer base and aggressive exploration and pursuit of new opportunities with new utility customers.
SUCCESSFUL CANDIDATES FOR THIS POSITION MUST BE FLUENT IN ENGLISH AND SPANISH. Extensive travel in South America is required.
Other requirements:
? Continual attention demonstrated to seeking new sales opportunities beyond an installed customer base
? Proven success in identifying and capturing new customer opportunities resulting in a broadening of the customer base in an organization
? Proven success in selling against competition and driving the value of the offered system(s) to the customer needs resulting in new customers to an organization
? Strong sales management skills demonstrated through a defined planning process that is consistently applied to pursuit of opportunities
? Effective communications plan design and execution
? Solid understanding of competitor offerings and market needs
? Experience with building strategy for pursuing a non-installed base customer with defined short, mid and long term goals and action plans
? Experience with engaging across businesses (multi-divisional etc.)
? Strong negotiating skills
? Proven track record in managing, influencing and motivating project team members to achieve project objectives.
? Must be willing to travel extensively
Diversity in ABB ABB is an equal opportunity employer and does not discriminate by race or gender or age or creed or national origin.
Applicant Qualifications Applicants must be legally authorized to work in the United States.
This position is currently accepting applications.

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